1 00:00:00,870 --> 00:00:03,840 Seven figure success starts when you start thinking like a CEO. 2 00:00:04,050 --> 00:00:06,090 Welcome to the John Kitchens Coach podcast. 3 00:00:06,090 --> 00:00:08,370 Experience is your host, John Kitchens. 4 00:00:08,940 --> 00:00:11,310 Get ready to think bigger and transform your business into 5 00:00:11,310 --> 00:00:13,050 a path to lasting freedom. 6 00:00:17,640 --> 00:00:18,090 What up? 7 00:00:18,390 --> 00:00:18,725 What up brother? 8 00:00:19,080 --> 00:00:19,770 How are you? 9 00:00:19,830 --> 00:00:21,030 Hey, I'm good man. 10 00:00:21,030 --> 00:00:21,480 How are you? 11 00:00:22,050 --> 00:00:22,650 Good, good. 12 00:00:23,640 --> 00:00:24,660 Welcome everybody. 13 00:00:24,660 --> 00:00:26,070 Thank you guys for tuning in. 14 00:00:26,130 --> 00:00:26,610 Um. 15 00:00:27,044 --> 00:00:30,705 We built agent to CEO going into 2019. 16 00:00:31,275 --> 00:00:37,605 Um, really off of everything that we had been doing since 2004. 17 00:00:37,605 --> 00:00:38,955 Kinder been doing since. 18 00:00:39,794 --> 00:00:41,055 2000, right? 19 00:00:41,175 --> 00:00:47,985 And so it was, um, just a lot of lessons learned, things that we 20 00:00:47,985 --> 00:00:52,095 had experienced, things that we had coached and helped people experience. 21 00:00:52,095 --> 00:00:54,824 And it was really all about just evolution. 22 00:00:54,824 --> 00:00:57,765 And that's really where the agent to CEO concept really came from, was 23 00:00:57,824 --> 00:01:02,235 just about evolving from an agent to really becoming the CEO, um, the 24 00:01:02,235 --> 00:01:07,545 transformation that happens not only in your business but in your life, right? 25 00:01:07,545 --> 00:01:07,845 Because. 26 00:01:08,820 --> 00:01:12,089 It's not necessarily al always about achieving the goal, but it 27 00:01:12,089 --> 00:01:16,380 is about who you become on the way to achieve that goal, right? 28 00:01:16,380 --> 00:01:17,520 Who do you have to become? 29 00:01:17,520 --> 00:01:18,960 What habits do you have to let go of? 30 00:01:18,960 --> 00:01:23,550 What habits do you have to create in order for you to get to, to that point? 31 00:01:23,580 --> 00:01:30,960 So it, it's, it's just really a more so mindset first with, with everything. 32 00:01:30,960 --> 00:01:32,070 It's always mindset first. 33 00:01:32,070 --> 00:01:33,750 So the agency, CEO mindset, and. 34 00:01:35,949 --> 00:01:39,645 I wanna get into really what the power hour, uh, that, that I wanna talk about. 35 00:01:39,645 --> 00:01:43,935 I wanna hit on some, some topics, how it aligns to the agent CEO concept and model. 36 00:01:44,205 --> 00:01:49,155 Oh, but there were a couple things that were popping usually on, uh, one big fire. 37 00:01:49,155 --> 00:01:52,455 We dive into kind of trending topics, things that are happening. 38 00:01:52,875 --> 00:01:55,905 But I would love to get your take on a couple things, Joel. 39 00:01:56,525 --> 00:02:02,315 As we're seeing, um, a lot of shifts and a lot of, a lot of changes, I 40 00:02:02,315 --> 00:02:08,854 wanted to, um, kick off by what I just saw, um, from real estate news. 41 00:02:08,854 --> 00:02:14,855 Just put out really with, you know, Gary, Gary being Gary, and there was 42 00:02:14,855 --> 00:02:17,345 something that he had alluded to. 43 00:02:17,745 --> 00:02:27,975 Here in the, um, talking about a couple things to focus on and would love to. 44 00:02:29,415 --> 00:02:32,325 Get your, take a hot take on this real quick, and then any, any 45 00:02:32,325 --> 00:02:34,935 perspective that you guys have. 46 00:02:34,935 --> 00:02:38,655 Can you, Joel, can you see the housing wire article? 47 00:02:39,285 --> 00:02:39,495 Yep. 48 00:02:40,545 --> 00:02:44,505 So, Gary's alluding to lead generation will lead to success in, in a 49 00:02:44,505 --> 00:02:46,365 slow market, uh, as always, right? 50 00:02:46,365 --> 00:02:49,785 Always, always be focusing on the lead generation side of things. 51 00:02:50,295 --> 00:02:57,015 And there was another statistic that was, came out, um, earlier. 52 00:02:57,775 --> 00:03:02,875 That I saw from, um, Chris Smith. 53 00:03:03,175 --> 00:03:04,825 I don't know if you saw this crazy article, did you? 54 00:03:04,855 --> 00:03:08,215 Uh, we, we will come back to this, this, this, uh, somebody got a, a pig 55 00:03:08,275 --> 00:03:10,135 pig's head on their, on their doorstep. 56 00:03:10,735 --> 00:03:14,575 Um, I don't know if this is where it's at. 57 00:03:14,605 --> 00:03:15,655 It'll tie to it. 58 00:03:16,195 --> 00:03:16,585 Now. 59 00:03:16,645 --> 00:03:22,135 There was some statistics that I loved, um, that I wanted to talk about. 60 00:03:22,935 --> 00:03:24,375 No, we'll, we'll come back to that. 61 00:03:24,375 --> 00:03:26,114 So, but Oh, I know where it was. 62 00:03:26,144 --> 00:03:27,285 I'll pull that up here in a second. 63 00:03:28,095 --> 00:03:33,075 Um, but looking at what, what Gary's talking about, and there were some things 64 00:03:33,105 --> 00:03:42,945 kind of being faced that he was alluding to, uh uh, this isn't the one standby. 65 00:03:47,670 --> 00:03:49,500 Because this is, uh, this is really interesting. 66 00:03:49,590 --> 00:03:50,310 Hot take. 67 00:03:50,430 --> 00:03:50,790 Okay. 68 00:03:51,210 --> 00:03:59,640 So, um, obviously Gary B. Gary B and Gary talked about there are empires being built 69 00:03:59,640 --> 00:04:03,180 right now on the bones of individuals who won't get outta bed and go to work. 70 00:04:03,720 --> 00:04:10,740 And he said the ones that focus on treating real estate like a JOB 71 00:04:10,770 --> 00:04:12,330 are the ones that are gonna thrive. 72 00:04:13,454 --> 00:04:20,865 And that's the set hours, man, that's like, it's, it's, is it the 24 7? 73 00:04:21,284 --> 00:04:22,575 Is it the Alzheimer's? 74 00:04:23,205 --> 00:04:27,705 What, what is it gonna really take to, to navigate the terrain right now? 75 00:04:28,215 --> 00:04:29,865 To be able to get ahead? 76 00:04:30,495 --> 00:04:38,445 Not, not, not just survive, but truly create some separation. 77 00:04:39,630 --> 00:04:41,580 What does that look like right now? 78 00:04:41,640 --> 00:04:42,810 What would you say? 79 00:04:42,840 --> 00:04:46,530 Right, because just like Gary's saying here, I mean there homes are being sold. 80 00:04:47,700 --> 00:04:48,510 Why not us? 81 00:04:48,540 --> 00:04:49,950 Why not us out there getting it? 82 00:04:49,950 --> 00:04:51,540 And that's that honey badger mentality. 83 00:04:51,540 --> 00:04:53,130 That's the agent to CEO mindset. 84 00:04:53,370 --> 00:04:55,650 It's like, I'm gonna go get my fair share, 85 00:04:57,750 --> 00:04:58,560 but what's the commitment? 86 00:04:59,490 --> 00:05:00,030 Right? 87 00:05:00,150 --> 00:05:01,470 You can't be interested. 88 00:05:02,085 --> 00:05:08,475 I'm not asking you to be obsessed, but what is the level of commitment required 89 00:05:08,475 --> 00:05:12,765 right now to create some separation and some momentum in this market? 90 00:05:14,385 --> 00:05:16,785 Yeah, I I, I totally, I totally agree. 91 00:05:16,785 --> 00:05:21,105 We, we've talked before, um, about this idea of interested, 92 00:05:21,105 --> 00:05:22,605 committed, and obsessed, right? 93 00:05:22,605 --> 00:05:27,465 And, and for the last 10 years, or most of the last 10 years, being interested in. 94 00:05:27,825 --> 00:05:31,185 Real estate success was enough to get you some measure of 95 00:05:31,185 --> 00:05:32,385 real estate success, right? 96 00:05:32,385 --> 00:05:34,995 You were doing enough deals to make a decent living. 97 00:05:35,385 --> 00:05:38,865 Um, you rode the market up and all those agents are, are riding 98 00:05:38,865 --> 00:05:40,245 the market, you know, down too. 99 00:05:40,245 --> 00:05:43,201 So being interested, I think in, in 2025, certainly 2026. 100 00:05:44,190 --> 00:05:47,219 Being interested in, in real estate success isn't, isn't 101 00:05:47,219 --> 00:05:48,630 gonna be good enough anymore. 102 00:05:48,630 --> 00:05:50,159 It's about being committed. 103 00:05:50,190 --> 00:05:51,060 I totally agree. 104 00:05:51,419 --> 00:05:54,750 I think the obsessed, that's the 24 7 that you're talking about, 105 00:05:54,750 --> 00:05:56,580 there's always gonna be those people. 106 00:05:56,700 --> 00:05:58,950 I think that the, the. 107 00:05:59,880 --> 00:06:04,410 Big teams that have been obsessed for years are going to, are 108 00:06:04,410 --> 00:06:05,940 gonna keep grabbing market share. 109 00:06:06,330 --> 00:06:11,190 Um, but the, the agents who are committed have an incredible opportunity right now. 110 00:06:11,250 --> 00:06:12,660 Uh, Hormoz talks about this. 111 00:06:12,660 --> 00:06:15,659 A lot of other guys are, are too right now, but, um, the 112 00:06:15,659 --> 00:06:16,740 bar, the bar's pretty low. 113 00:06:17,414 --> 00:06:20,864 For, uh, for what your competition is doing. 114 00:06:21,135 --> 00:06:24,255 Uh, you, you know, uh, broadly in real estate. 115 00:06:24,284 --> 00:06:28,515 And so I kind of like the, I kind of like the idea of like committed, looks like the 116 00:06:28,515 --> 00:06:35,205 job showing up every single day, uh, which is the foundation of running a business, 117 00:06:35,234 --> 00:06:39,435 which is what we're talking about with agent to CEO show showing up every day. 118 00:06:39,974 --> 00:06:41,025 Growing your business. 119 00:06:41,025 --> 00:06:44,145 When you can fire yourself from one job and make a hire, you 120 00:06:44,145 --> 00:06:45,974 do that, but you don't stop. 121 00:06:46,034 --> 00:06:49,875 You just move into higher, higher leveraged activities, and then when 122 00:06:49,875 --> 00:06:54,525 you can offload something else to a va, to ai, to an agency, to a fractional. 123 00:06:54,885 --> 00:06:57,555 You move on and, and spend more and more of your time. 124 00:06:57,674 --> 00:07:00,674 If you're not spending any less time, the, the idea that you're gonna spend 125 00:07:00,674 --> 00:07:04,664 less time is years or decades down the road for most of the people who 126 00:07:04,664 --> 00:07:08,294 are, who are gonna be on this call and who are gonna be at, at the event. 127 00:07:08,745 --> 00:07:12,525 And so, you know, you have to build something that's sustainable. 128 00:07:12,615 --> 00:07:16,094 And in order to do that, I think committed is the exact right word. 129 00:07:16,094 --> 00:07:19,965 So, you know, are you, are you showing up at the same time every day? 130 00:07:19,965 --> 00:07:21,224 Have you mastered your calendar? 131 00:07:21,945 --> 00:07:25,215 Are you prospecting in the morning and hitting appointments in the evenings? 132 00:07:25,245 --> 00:07:28,695 Are you putting time in your calendar for critical thinking? 133 00:07:28,725 --> 00:07:30,915 Which I, I think that's something you've really been preaching this 134 00:07:30,915 --> 00:07:32,625 past year especially, which I love. 135 00:07:32,925 --> 00:07:35,685 Thinking about the business, thinking about the problems, thinking about 136 00:07:35,685 --> 00:07:39,315 the strategy, are you putting some time in your calendar to focus on AI 137 00:07:39,645 --> 00:07:43,515 learning what's possible, learning some capabilities, um, implementing 138 00:07:43,515 --> 00:07:45,135 and integrating it into your business? 139 00:07:45,465 --> 00:07:49,035 Uh, yeah, it's absolutely committed and I think a, a 140 00:07:49,035 --> 00:07:50,895 great way to start with that is. 141 00:07:52,230 --> 00:07:52,620 All right. 142 00:07:52,620 --> 00:07:55,620 What, what are you doing for the, the nine to 12 hours that you're 143 00:07:55,620 --> 00:07:56,730 supposed to be working today? 144 00:07:57,750 --> 00:08:02,700 Yeah, no, that one of the things that you said right there that I think if 145 00:08:02,700 --> 00:08:05,520 more, uh, I, I want your take on this 146 00:08:07,650 --> 00:08:12,450 agent to CEO if you were building a plan to constantly be, be 147 00:08:12,450 --> 00:08:13,950 putting yourself out of a job. 148 00:08:14,490 --> 00:08:18,120 Meaning like what you just said right there, right in the beginning. 149 00:08:18,120 --> 00:08:19,650 You do everything right. 150 00:08:19,650 --> 00:08:23,490 You have the ideas, you manage the ideas, you execute the ideas. 151 00:08:24,000 --> 00:08:25,140 I mean, you do everything. 152 00:08:25,200 --> 00:08:27,480 You turn the lights on, you make the coffee, you take the trash 153 00:08:27,480 --> 00:08:31,950 out, you, you know, nothing is, is too big and nothing is too small. 154 00:08:32,819 --> 00:08:34,650 And then you get to a point to where. 155 00:08:34,890 --> 00:08:38,340 Now you have that thought partner, somebody that's, you know, you're able to 156 00:08:38,340 --> 00:08:40,380 bounce ideas off, make quicker decisions. 157 00:08:40,860 --> 00:08:46,050 You get somebody to help support you on the TC side of things for, you know, a, a, 158 00:08:46,140 --> 00:08:49,710 um, paper at closing type of thing, right? 159 00:08:49,710 --> 00:08:52,530 There's a couple different facets of a couple different ways to go. 160 00:08:52,830 --> 00:08:57,840 You can, you know, then start building out with maybe VA support, right? 161 00:08:58,115 --> 00:09:00,480 A, a, you know, a a, a global. 162 00:09:00,745 --> 00:09:05,814 Support team to help you, then you're empowering them with ai, then 163 00:09:05,844 --> 00:09:11,185 maybe you make a, a, a, a critical hire maybe to help you on the 164 00:09:11,185 --> 00:09:13,344 marketing and social side of things. 165 00:09:13,375 --> 00:09:17,125 'cause I want to get into, um, a couple things that I was listening to Gary 166 00:09:17,125 --> 00:09:19,135 V and the sauna this morning about. 167 00:09:19,670 --> 00:09:20,660 That's, here's a funny story. 168 00:09:20,660 --> 00:09:21,620 I'll, I'll tell you that in a second. 169 00:09:22,100 --> 00:09:26,270 But you start to, to, to expand that out and all of a sudden 170 00:09:26,390 --> 00:09:27,950 you're not doing TC work. 171 00:09:28,670 --> 00:09:32,510 You're not doing marketing work other than the marketing strategy, the overview, 172 00:09:32,600 --> 00:09:35,660 the maybe some of the, you, you gotta do the content, the production side 173 00:09:35,660 --> 00:09:39,560 of things, but you're not doing the, you know, some of those activities. 174 00:09:39,880 --> 00:09:43,689 You're getting the bookkeeping stuff off your plate, you're doing, you're getting 175 00:09:43,689 --> 00:09:45,250 the operational stuff off your plate. 176 00:09:45,250 --> 00:09:48,430 So you keep working yourself out of a job and then you work yourself 177 00:09:48,430 --> 00:09:50,950 out of production and then you work at yourself out to now where 178 00:09:50,950 --> 00:09:52,210 you're just head of company. 179 00:09:52,689 --> 00:09:57,700 And then you know, the holy grail is instead of, you know, you working in the 180 00:09:57,700 --> 00:10:00,640 business, you're working on the business, then you start to work over the business. 181 00:10:00,640 --> 00:10:03,130 You're just a true owner of the business. 182 00:10:03,189 --> 00:10:06,010 But most people don't think that way because. 183 00:10:06,390 --> 00:10:10,890 Um, they, they typically build real estate as a lifestyle business, and 184 00:10:11,099 --> 00:10:13,530 there, there's nothing wrong with that. 185 00:10:14,160 --> 00:10:18,449 I just don't know how sustainable real estate as a lifestyle business 186 00:10:18,449 --> 00:10:21,300 is moving into the next few years. 187 00:10:21,300 --> 00:10:25,680 And if you read that article from Gary, his crystal ball prediction is things 188 00:10:25,680 --> 00:10:27,209 ain't getting better till next summer. 189 00:10:27,599 --> 00:10:32,040 So if that's true, that means we got another 12 months of this shit like. 190 00:10:32,940 --> 00:10:35,700 Seatbelt on, buckle up, right? 191 00:10:35,910 --> 00:10:41,250 So like, because I, it could get worse. 192 00:10:41,910 --> 00:10:42,810 It could get worse. 193 00:10:43,110 --> 00:10:45,720 It really, really could get worse before it starts to get even better. 194 00:10:46,050 --> 00:10:51,120 So it's just some things to think about and the only way to handle a 195 00:10:51,120 --> 00:10:53,460 crisis is to prepare for a crisis. 196 00:10:53,730 --> 00:10:56,730 And that's the only way to deal with it, is you gotta prepare for it. 197 00:10:56,850 --> 00:10:57,465 So, yeah. 198 00:10:58,500 --> 00:11:00,960 Uh, I mean, what are, what are, what are your thoughts around, you know. 199 00:11:02,925 --> 00:11:09,135 That in regards to that type of thinking and your take on, on lifestyle? 200 00:11:11,085 --> 00:11:14,535 Yeah, I don't, I don't think, well, we'll get to, we'll get to lifestyle 201 00:11:14,535 --> 00:11:15,825 kind of two, two parts there. 202 00:11:15,915 --> 00:11:20,805 Um, talking about lifestyle, but you know, in the, what does 203 00:11:20,805 --> 00:11:22,275 the next 12 months look like? 204 00:11:22,485 --> 00:11:29,895 Um, you know, a really important piece of the agent to CEO process that. 205 00:11:30,585 --> 00:11:31,574 It's kind of an undercurrent. 206 00:11:31,574 --> 00:11:32,805 We don't really address it full. 207 00:11:32,805 --> 00:11:33,975 There's not a session on. 208 00:11:34,349 --> 00:11:38,520 Putting yourself in a good position, but, but that's what the process 209 00:11:38,520 --> 00:11:40,770 does, is put you in a good position. 210 00:11:40,800 --> 00:11:41,969 We're looking at our finances. 211 00:11:41,969 --> 00:11:43,589 We're putting core capital aside. 212 00:11:43,949 --> 00:11:48,540 Uh, we're running lean, um, you know, we're, we're leveraging ourself with ai, 213 00:11:48,540 --> 00:11:51,270 with VAs, um, to keep payroll costs down. 214 00:11:51,630 --> 00:11:56,310 We, we've got maybe additional funds set aside so that we can reinvest. 215 00:11:56,370 --> 00:11:59,550 Uh, maybe we're doubling down on our most successful marketing campaigns. 216 00:11:59,729 --> 00:12:01,050 There's all these things that, that. 217 00:12:01,215 --> 00:12:04,755 Bubble up to the surface and strategy that put you in a good position. 218 00:12:05,265 --> 00:12:08,025 Um, Shane Parrish talks a lot about this in clear thinking. 219 00:12:08,025 --> 00:12:12,015 He uses Warren Warren Buffet as the example, and, and the, the, what 220 00:12:12,015 --> 00:12:15,045 being in a good position means is you're never forced into a decision 221 00:12:15,045 --> 00:12:16,035 that you don't want to make. 222 00:12:16,395 --> 00:12:18,195 The market can't force you into it. 223 00:12:18,315 --> 00:12:20,385 The competition can't force you into it. 224 00:12:20,595 --> 00:12:23,025 Being in a good position means you're never forced into. 225 00:12:23,025 --> 00:12:26,025 So people always rip on Warren Buffett for, uh, you know, 226 00:12:26,115 --> 00:12:27,375 holding too much cash, right? 227 00:12:27,375 --> 00:12:29,235 Or holding too much cash for too long. 228 00:12:29,685 --> 00:12:30,495 But he always. 229 00:12:31,440 --> 00:12:33,690 Is in a, in a good position where the market will never 230 00:12:33,690 --> 00:12:34,890 force him to do anything. 231 00:12:34,890 --> 00:12:37,560 He'll never get caught where he's gotta make a decision. 232 00:12:37,560 --> 00:12:40,440 He doesn't want to sell a big position that he doesn't want to 233 00:12:40,440 --> 00:12:41,940 have to sell because of the market. 234 00:12:42,150 --> 00:12:43,560 He's always in a good position. 235 00:12:43,740 --> 00:12:47,100 And so what are the things you can do to put yourself in a good position? 236 00:12:47,730 --> 00:12:49,920 And a lot of the agent to CEO process. 237 00:12:50,310 --> 00:12:54,390 Puts you in a position to win where again, the market's not forcing you to 238 00:12:54,390 --> 00:12:55,830 make decisions you don't wanna make. 239 00:12:55,860 --> 00:12:58,560 And, and the competition's not forcing you to make decisions. 240 00:12:58,560 --> 00:12:59,100 You wanna make. 241 00:12:59,280 --> 00:13:00,570 What's part of the market right now? 242 00:13:00,600 --> 00:13:03,720 Well, AI is part of the market right now, so what's gonna happen there? 243 00:13:03,720 --> 00:13:06,960 But again, being in a good position, being in a strong financial position, 244 00:13:07,200 --> 00:13:10,320 being in a strong, uh, marketing position, being a strong people 245 00:13:10,320 --> 00:13:11,790 position, all of these things. 246 00:13:12,104 --> 00:13:17,265 Put you in a position, uh, of, of security, but also a flexibility 247 00:13:17,265 --> 00:13:20,444 that when the time's right, you're ready to pounce on the opportunities. 248 00:13:20,775 --> 00:13:20,864 Mm-hmm. 249 00:13:21,104 --> 00:13:25,185 Whereas if we overextend ourselves when we're riding the market up and we 250 00:13:25,185 --> 00:13:28,275 don't, we don't play a little bit safe. 251 00:13:28,635 --> 00:13:32,115 We end up being way out of position when the market starts to turn. 252 00:13:32,445 --> 00:13:35,505 And if you're out of position when the market starts to go down, you're gonna be 253 00:13:35,505 --> 00:13:39,405 out of position when it starts to go up again and not able to capitalize on it. 254 00:13:39,675 --> 00:13:44,805 So, uh, the, the agent to CEO process really puts you in, in, in a winning 255 00:13:44,805 --> 00:13:49,245 position and a position of, of strength and, and control over your business. 256 00:13:49,365 --> 00:13:53,545 Um, so that's the one thing In terms of, uh, what was, what 257 00:13:53,545 --> 00:13:54,525 was the second part again, 258 00:13:55,185 --> 00:13:57,735 more about, you know, a lot of agents have. 259 00:13:58,320 --> 00:14:00,810 Built their business around lifestyle, right? 260 00:14:00,810 --> 00:14:07,530 They'll generate 300,000 and they'll spend 304,000 and not like running and, and 261 00:14:07,530 --> 00:14:09,810 falling in love with the p and l, right? 262 00:14:10,920 --> 00:14:12,240 P and l, right? 263 00:14:12,270 --> 00:14:16,530 They're, they're running an L, they ain't running no p. So it's, it's 264 00:14:16,530 --> 00:14:20,880 really making sure that they start to really take into consideration 265 00:14:20,880 --> 00:14:22,440 and, you know, one of the three. 266 00:14:23,055 --> 00:14:28,335 Critical things for us that flip the switch for, for everything to, to to know. 267 00:14:29,984 --> 00:14:35,175 The ability to escape production takes three things and the three things for us. 268 00:14:35,385 --> 00:14:37,875 And one is, is knowing the numbers right? 269 00:14:37,875 --> 00:14:41,685 And having a clear understanding of the key metrics and the numbers 270 00:14:41,685 --> 00:14:42,915 you need to pay attention to. 271 00:14:43,305 --> 00:14:44,714 So that's where I struggle a little bit. 272 00:14:44,714 --> 00:14:45,915 Are are a little concerned. 273 00:14:45,915 --> 00:14:46,920 Be, I mean, and I mean, shit. 274 00:14:47,245 --> 00:14:48,835 We've all been guilty at times. 275 00:14:48,835 --> 00:14:49,165 Right. 276 00:14:49,165 --> 00:14:50,185 Especially entrepreneurs. 277 00:14:50,185 --> 00:14:53,935 Sometimes we, we, we fall in love with and think that the growth of the 278 00:14:53,935 --> 00:14:57,985 momentum is gonna keep happening and we forget, you know, the concept that 279 00:14:57,985 --> 00:15:00,025 the only, only the paranoid survive. 280 00:15:00,505 --> 00:15:03,205 And so we, we have to be able to step back. 281 00:15:03,205 --> 00:15:08,065 And so any, any thoughts around or, or pump the brakes or a little caution 282 00:15:08,155 --> 00:15:11,275 with, you know, the lifestyle folks? 283 00:15:11,280 --> 00:15:11,330 Yeah. 284 00:15:12,175 --> 00:15:12,355 Yeah. 285 00:15:12,355 --> 00:15:14,290 I think, I think I. 286 00:15:15,300 --> 00:15:18,300 Thinking through the idea of, of positioning would be really valuable 287 00:15:18,300 --> 00:15:20,280 for people in a lifestyle business. 288 00:15:20,339 --> 00:15:22,829 Um, and again, you're kind of, we're defining lifestyle business 289 00:15:22,829 --> 00:15:26,189 as, um, you're, you're essentially. 290 00:15:27,195 --> 00:15:30,705 Spending whatever revenue the business creates, either in the business or 291 00:15:30,705 --> 00:15:32,775 more, more likely, your lifestyle. 292 00:15:32,775 --> 00:15:36,315 So you sell more deals, make more money, your lifestyle increases a little bit. 293 00:15:36,315 --> 00:15:39,825 You're not building, uh, an asset in the business. 294 00:15:39,945 --> 00:15:42,465 Um, so I think positioning is a really important thing for people. 295 00:15:43,110 --> 00:15:46,290 Uh, with a lifestyle business because maybe it is time to, 296 00:15:46,380 --> 00:15:47,880 uh, to pull back a little bit. 297 00:15:48,000 --> 00:15:51,870 So we're saving more for a down market where we're investing more 298 00:15:51,870 --> 00:15:53,610 either in the business or in assets. 299 00:15:54,030 --> 00:15:56,610 I think there's a, there's a a great 300 00:15:58,800 --> 00:16:00,810 opportunity for lifestyle businesses. 301 00:16:00,810 --> 00:16:02,370 You just can't have both. 302 00:16:02,430 --> 00:16:08,010 And so a lifestyle business, if you want it to, to fund your lifestyle and then 303 00:16:08,040 --> 00:16:12,300 fund your retirement, well then a big part of that lifestyle business has to be. 304 00:16:12,660 --> 00:16:16,050 You know, generating income to acquire other assets that are 305 00:16:16,050 --> 00:16:18,450 gonna help you, whether that's your stock portfolio, retirement 306 00:16:18,450 --> 00:16:20,520 savings, real estate, whatever it is. 307 00:16:20,790 --> 00:16:24,420 Where I think a lot of people are gonna get caught is they think they're building 308 00:16:25,020 --> 00:16:28,650 a business that's gonna be valuable, but they're actually building a, a lifestyle 309 00:16:28,650 --> 00:16:31,560 business and they're, they're, they don't know the difference between the 310 00:16:31,560 --> 00:16:33,120 two and there's no intention behind it. 311 00:16:33,675 --> 00:16:36,765 Lifestyle business is great if that's what you set out to do and 312 00:16:36,765 --> 00:16:39,195 you've thought through it, and you know what it's gonna take for that 313 00:16:39,195 --> 00:16:43,455 lifestyle business to generate enough income to then acquire other assets 314 00:16:43,455 --> 00:16:46,575 or over the long term, um, great. 315 00:16:46,635 --> 00:16:48,525 But that's a, that's a real option. 316 00:16:48,705 --> 00:16:51,375 Uh, but if you think you're building a valuable asset, but you're 317 00:16:51,375 --> 00:16:56,565 actually building a a on paper, not very valuable lifestyle business, 318 00:16:56,895 --> 00:16:59,565 then I think those are the people who are gonna be in trouble here. 319 00:17:00,495 --> 00:17:06,015 Yeah, I mean, I, I mean, I think the only reason to have real estate 320 00:17:06,015 --> 00:17:09,494 or build a real estate team is to just unlock other opportunities. 321 00:17:09,525 --> 00:17:13,095 That's, that's the only thing that I believe, just because, you know. 322 00:17:14,250 --> 00:17:18,420 Built up, you know, multiple seven figure figure real estate companies. 323 00:17:18,420 --> 00:17:22,410 We actually sold one and, and y'all, y'all would laugh if, if, if you knew 324 00:17:22,410 --> 00:17:26,880 what we sold it for, um, after all of the intellectual property, everything that was 325 00:17:26,880 --> 00:17:29,460 there, like, it just, there's no value. 326 00:17:29,520 --> 00:17:33,060 There's really no value, especially when you take and 327 00:17:33,060 --> 00:17:34,740 you build the brand, which is. 328 00:17:35,340 --> 00:17:38,790 Typically your name because it's so fast to get traction and build 329 00:17:38,790 --> 00:17:44,159 trust instead of trying to build a, a, a brand that nobody knows. 330 00:17:44,159 --> 00:17:44,430 Right. 331 00:17:44,430 --> 00:17:47,850 I mean, Joel, you experienced that when you guys went, you know, and rebrand, 332 00:17:48,480 --> 00:17:54,300 um, when, you know, you were, you were partners there in Milwaukee, and, and 333 00:17:54,360 --> 00:17:57,960 so I just, I, you know, I stepped back and I've seen it too many times and. 334 00:17:59,115 --> 00:18:00,825 The The real lesson. 335 00:18:00,975 --> 00:18:06,945 The real lesson, and it's, you've heard me talk about this because this past 336 00:18:06,945 --> 00:18:13,965 October was 20 years with kinder and, um, I, I reflected back as a coach. 337 00:18:14,595 --> 00:18:18,690 How would I coach these 2 27, 20 8-year-old knucklehead. 338 00:18:19,305 --> 00:18:23,355 That's, that's kind of the thought process that I went through, that if I had the 339 00:18:23,355 --> 00:18:27,795 opportunity to coach us in oh four or oh five, how would I have coached us? 340 00:18:28,095 --> 00:18:40,065 And we were so blinders on, on status and yeah, we were running and gunning, 341 00:18:40,695 --> 00:18:45,165 but we were spending more than we were making back into the business. 342 00:18:46,065 --> 00:18:47,420 We were tucking taking what we could. 343 00:18:48,240 --> 00:18:54,690 And we wanted to have some nice things, but we weren't like being strategic in 344 00:18:54,690 --> 00:18:56,040 understanding what we're trying to do. 345 00:18:56,040 --> 00:18:59,880 We were just trying to fuel more growth. 346 00:19:00,750 --> 00:19:00,870 Yeah. 347 00:19:00,900 --> 00:19:02,610 Because we wanted to be number one. 348 00:19:04,020 --> 00:19:07,950 Instead of, and this is how I would've coached us, I would've 349 00:19:07,950 --> 00:19:10,230 said, boys, what's freedom? 350 00:19:11,640 --> 00:19:13,140 'cause that's what you want to chase. 351 00:19:13,560 --> 00:19:16,770 You want to chase freedom, you want to tra, you don't wanna chase status. 352 00:19:17,685 --> 00:19:19,515 Lifestyle business is status. 353 00:19:20,775 --> 00:19:23,475 What do you want to, what you want to chase is freedom. 354 00:19:23,879 --> 00:19:26,395 You want to have the freedom to do whatever the hell you want 355 00:19:26,395 --> 00:19:28,770 to do, whenever you want to do it with, when, with whomever. 356 00:19:28,770 --> 00:19:31,620 You wanna do it whenever, wherever, just go. 357 00:19:32,190 --> 00:19:35,010 And it's about having enough money coming in to where you're not 358 00:19:35,010 --> 00:19:39,060 trading time for dollars because most of us are dancing bears. 359 00:19:39,300 --> 00:19:41,070 If we don't dance, we don't get paid. 360 00:19:41,760 --> 00:19:46,200 And we need revenue streams and we need, we need investments, we need money coming 361 00:19:46,200 --> 00:19:49,950 in to where if we wanted to go off the grid for 60 days, nothing would slow down. 362 00:19:49,950 --> 00:19:50,879 Nothing would stop. 363 00:19:51,690 --> 00:19:52,200 And. 364 00:19:52,635 --> 00:19:56,565 If we would've had somebody punching us in the mouth on 365 00:19:56,625 --> 00:19:58,425 understanding, it's about freedom. 366 00:19:58,425 --> 00:19:59,745 It's not about status. 367 00:20:00,465 --> 00:20:02,295 Now, would we be on this call? 368 00:20:02,295 --> 00:20:03,015 Probably not. 369 00:20:03,315 --> 00:20:03,765 Right? 370 00:20:03,765 --> 00:20:05,895 Like everything happens for a reason. 371 00:20:05,895 --> 00:20:07,575 There's, there's, there's a master plan. 372 00:20:07,635 --> 00:20:10,155 I, I'm, I'm all bought into that. 373 00:20:11,700 --> 00:20:14,895 But if I was to coach us in that situation, that's how 374 00:20:14,895 --> 00:20:16,785 I would've coached us and. 375 00:20:17,460 --> 00:20:19,650 The other, Hey, quick pause before we keep going. 376 00:20:20,370 --> 00:20:24,240 This market is shifting fast, and if you've been feeling the pressure, you're 377 00:20:24,240 --> 00:20:28,800 not alone, but here's the thing, it's not going to slow down so you can catch up. 378 00:20:29,220 --> 00:20:32,640 I've opened a limited number of executive one-on-one coaching spots this month for 379 00:20:32,640 --> 00:20:36,150 agents who are ready to stop spinning their wheels and lead with clarity. 380 00:20:36,240 --> 00:20:41,310 If that's you, head to John Kitchens coach and let's make it happen. 381 00:20:41,700 --> 00:20:42,450 Now, back to the episode. 382 00:20:44,139 --> 00:20:49,875 Another element of of freedom is my definition of freedom is two things. 383 00:20:49,935 --> 00:20:52,665 You have enough money coming in that you're not trading time for dollars 384 00:20:52,695 --> 00:20:54,135 and you're living your perfect day. 385 00:20:54,885 --> 00:20:57,375 And the perfect day scenario is ultimately. 386 00:20:58,125 --> 00:21:02,475 You know, really who you are at your core, and it's an incredible exercise. 387 00:21:02,475 --> 00:21:08,925 We're, we're playing around with Perfect Day 2.0 because of, of AI to where you 388 00:21:08,925 --> 00:21:10,965 can take a part of the vivid vision. 389 00:21:11,085 --> 00:21:16,365 Joel, take a part of the vivid vision and the core identity exercise to really. 390 00:21:16,670 --> 00:21:21,530 Put together through AI and have an AI ask you the questions one at a time 391 00:21:21,890 --> 00:21:24,230 to where you lay out your perfect day. 392 00:21:24,710 --> 00:21:28,010 Um, if you guys haven't read, buy Back Your Time by Dan Martel. 393 00:21:28,070 --> 00:21:32,300 It's a, it's a, it's a almost a requirement because when you understand 394 00:21:32,300 --> 00:21:38,450 the who not How concept from Dan Sullivan, then you get into the, the 395 00:21:38,450 --> 00:21:43,070 buyback of your time from Dan Martel, and there's a segment in there in the 396 00:21:43,070 --> 00:21:44,900 beginning to where he talks about Oprah. 397 00:21:46,275 --> 00:21:51,105 And he lays out Oprah's Oprah's Day and Oprah's living her perfect day. 398 00:21:51,435 --> 00:21:54,405 I mean, she literally lives the perfect day. 399 00:21:54,435 --> 00:21:55,875 She works out twice a day. 400 00:21:56,385 --> 00:22:00,285 She sips rose in the garden at noon with lunch. 401 00:22:00,705 --> 00:22:04,455 She goes on walks with her dog dogs and her husband. 402 00:22:05,025 --> 00:22:06,045 But she works. 403 00:22:06,525 --> 00:22:07,455 She works. 404 00:22:07,545 --> 00:22:11,505 And if everybody's honest, if you, if you had to live Groundhog Day. 405 00:22:12,824 --> 00:22:16,995 But you get to design Groundhog Day, you would work two to four hours. 406 00:22:17,235 --> 00:22:19,695 Everybody that's honest in that exercise, they all work two to 407 00:22:19,695 --> 00:22:23,475 four hours, but Oprah works. 408 00:22:23,534 --> 00:22:27,554 I think it's an hour, maybe two hours, but she only solves a 409 00:22:27,554 --> 00:22:29,114 hundred thousand dollars problems. 410 00:22:29,655 --> 00:22:30,375 Think about that. 411 00:22:31,215 --> 00:22:31,455 That's it. 412 00:22:32,324 --> 00:22:33,344 That's all she talks about. 413 00:22:33,344 --> 00:22:34,125 That's all she does. 414 00:22:34,125 --> 00:22:37,094 She solves a hundred thousand dollars problems minimum. 415 00:22:37,574 --> 00:22:38,024 That's her. 416 00:22:38,024 --> 00:22:38,955 That's her floor. 417 00:22:40,155 --> 00:22:43,965 And when you have to think about that, you're like, listen, 418 00:22:44,504 --> 00:22:46,695 like I know I'm gonna work. 419 00:22:46,844 --> 00:22:48,375 So what problems do you wanna solve? 420 00:22:48,375 --> 00:22:49,395 Who do you wanna work with? 421 00:22:49,725 --> 00:22:52,725 The beauty of that, that's why it's called core identity, is 422 00:22:52,725 --> 00:22:54,945 because you catch yourself. 423 00:22:55,350 --> 00:22:58,470 You're like, man, I would never work with this person on my perfect day. 424 00:22:58,590 --> 00:23:00,629 Then why the hell are you working with them today? 425 00:23:01,350 --> 00:23:04,320 Man, I would never, I would never eat this on my perfect day. 426 00:23:04,320 --> 00:23:05,340 Then why are you eating it? 427 00:23:05,370 --> 00:23:07,379 I would never hang out with this person on my perfect day. 428 00:23:07,379 --> 00:23:09,240 I would never talk about this on my perfect day. 429 00:23:09,270 --> 00:23:12,270 Then why are you, that's where the core identity, and that's where 430 00:23:12,270 --> 00:23:14,220 the changes start to happen, right? 431 00:23:14,649 --> 00:23:19,480 That's who you have to become in order to live the life that you want to live. 432 00:23:19,870 --> 00:23:25,149 So I, I'm, I'm super excited about, uh, uh, about coming together in Cleveland. 433 00:23:25,540 --> 00:23:29,080 You know, obviously we can talk about this all, all night long. 434 00:23:29,620 --> 00:23:34,240 Joel, any other thoughts around kind of that concept of, of the 435 00:23:34,240 --> 00:23:36,490 business structure, business dynamics, and moving towards freedom? 436 00:23:38,085 --> 00:23:43,635 Yeah, I think the, what, what's so powerful about the perfect day exercise 437 00:23:43,635 --> 00:23:49,995 is you can put, you can put dollar amounts to your perfect day, right? 438 00:23:49,995 --> 00:23:51,765 Well, what, what kind of house are you living in? 439 00:23:51,765 --> 00:23:53,385 Well, we can put a dollar amount behind that. 440 00:23:53,385 --> 00:23:54,615 What kind of car are you driving? 441 00:23:54,975 --> 00:23:56,685 Um, who are you spending time with? 442 00:23:56,715 --> 00:23:59,175 Where are, where are you, you know, hanging out? 443 00:23:59,595 --> 00:24:02,715 Um, what are you working on and how much, and what kind 444 00:24:02,715 --> 00:24:03,975 of income does that bring in? 445 00:24:04,065 --> 00:24:05,055 And how much time? 446 00:24:05,820 --> 00:24:09,300 You know, when you're not working, do you need to have income coming in for those? 447 00:24:09,300 --> 00:24:13,260 And so, so we can, we can put dollar amounts behind your perfect day. 448 00:24:13,560 --> 00:24:15,450 And now you've got the, now you've got the target. 449 00:24:15,480 --> 00:24:18,300 Now we can say, I need this much money, which means I'm gonna 450 00:24:18,300 --> 00:24:21,720 need this many assets producing this much income to get there. 451 00:24:22,410 --> 00:24:24,630 All right, now we got a, now we have a number and you talk about 452 00:24:24,660 --> 00:24:25,770 this a lot, the freedom number. 453 00:24:25,830 --> 00:24:29,310 And now we can design our business to get us to the freedom number. 454 00:24:29,580 --> 00:24:32,280 So that lifestyle business, now we could say, Hey, I got a 455 00:24:32,280 --> 00:24:33,510 lifestyle business right now. 456 00:24:33,885 --> 00:24:38,595 But if I either cut back on the spending or increase revenue without 457 00:24:39,405 --> 00:24:43,935 increasing spending, now I can make real progress towards my, towards 458 00:24:43,935 --> 00:24:46,665 that freedom number, which is, you know, gonna get me to the perfect day. 459 00:24:46,845 --> 00:24:49,965 Or if we're earlier on, we're still a solo agent, we've got a small team, 460 00:24:50,355 --> 00:24:52,185 we can say what, what needs to happen? 461 00:24:52,335 --> 00:24:55,125 How many transactions are we gonna need to do at what profit margin? 462 00:24:55,155 --> 00:24:56,925 How many agents are we gonna need to do that? 463 00:24:56,925 --> 00:24:57,765 Many transactions? 464 00:24:57,765 --> 00:24:59,835 You can start to design your business. 465 00:25:00,930 --> 00:25:04,770 Intentionally in a way that's gonna get you to that end goal. 466 00:25:04,890 --> 00:25:07,920 But you have to get crystal clear on that goal. 467 00:25:08,040 --> 00:25:12,870 So the perfect day is the right place to start because we can reverse engineer 468 00:25:12,870 --> 00:25:16,050 the perfect day into the freedom number and then we can build a business 469 00:25:16,050 --> 00:25:17,520 around getting to the freedom number. 470 00:25:17,520 --> 00:25:18,960 So I just, I love the, ah, I love it. 471 00:25:18,960 --> 00:25:23,910 I love the continuity of it and I love the intentionality and, um. 472 00:25:24,555 --> 00:25:28,365 And, and for a lot of people the, that, when you really do that math, the 473 00:25:28,365 --> 00:25:31,905 freedom number is a lot smaller than, than we think at first, you know, every 474 00:25:31,905 --> 00:25:36,375 time my freedom number doesn't involve having five VA vacation houses, right? 475 00:25:36,375 --> 00:25:38,745 It's got my house and it's got a, the place up north on 476 00:25:38,745 --> 00:25:39,885 the lake, like that's mine. 477 00:25:39,885 --> 00:25:39,975 Mm-hmm. 478 00:25:40,215 --> 00:25:40,305 Right? 479 00:25:40,575 --> 00:25:43,875 So it, we, you could get there a lot faster. 480 00:25:44,175 --> 00:25:47,985 And now if you said, Hey, maybe you don't have to do 30 years of your lifestyle 481 00:25:47,985 --> 00:25:51,885 business, put in away 10% of your income every year to finally get there. 482 00:25:51,975 --> 00:25:53,020 Maybe you could do it in five years. 483 00:25:53,850 --> 00:25:57,390 What would it look like to do it in five years where you put 80% of your income 484 00:25:57,390 --> 00:25:59,340 away or, you know, whatever that is. 485 00:25:59,340 --> 00:26:01,260 But you can start to make those decisions. 486 00:26:01,590 --> 00:26:04,920 And then you always say, which I love, you know, commit, commit, 487 00:26:05,310 --> 00:26:07,770 uh, or you don't believe in, you know, commit and then figure it out. 488 00:26:07,770 --> 00:26:10,590 It's, it's figure out what it's gonna take and then decide are 489 00:26:10,590 --> 00:26:11,850 you willing to pay that price? 490 00:26:12,060 --> 00:26:14,910 So maybe you could do it in five years, but you're not willing to pay that price. 491 00:26:14,910 --> 00:26:15,270 Great. 492 00:26:15,300 --> 00:26:16,170 Do it in 10 years. 493 00:26:16,830 --> 00:26:16,950 Mm-hmm. 494 00:26:16,975 --> 00:26:19,710 Um, but the point is you can have intentionality behind it 495 00:26:19,770 --> 00:26:21,690 once you do those exercises. 496 00:26:22,455 --> 00:26:23,564 No, dude, I love that. 497 00:26:23,564 --> 00:26:27,105 And, um, yeah, it's never what's the goal? 498 00:26:27,105 --> 00:26:29,745 It's how much pain are you willing to withstand? 499 00:26:30,135 --> 00:26:32,895 Uh, it's, it's, you gotta, you gotta look at it from that side 500 00:26:32,895 --> 00:26:35,324 of the fence to truly know. 501 00:26:35,834 --> 00:26:40,395 And, you know, I, I, I really, truly learned that lesson. 502 00:26:40,665 --> 00:26:41,205 Um. 503 00:26:42,105 --> 00:26:43,185 Not very long ago. 504 00:26:43,274 --> 00:26:46,695 Um, about about seven, maybe seven years ago. 505 00:26:46,695 --> 00:26:50,625 I learned that lesson seven, eight years ago of the re I 506 00:26:50,625 --> 00:26:52,004 knew reverse engineer, but. 507 00:26:53,100 --> 00:26:59,070 I truly understood it with, with Ironman and, you know, sitting at, 508 00:26:59,129 --> 00:27:00,900 sitting in the, in the audience. 509 00:27:01,020 --> 00:27:03,450 Um, this is why events are so important, right? 510 00:27:03,450 --> 00:27:09,180 Sitting in the audience in LA it was the last, uh, content and commerce 511 00:27:09,210 --> 00:27:11,070 that, uh, digital marketer did. 512 00:27:11,070 --> 00:27:12,030 It was their last one. 513 00:27:12,030 --> 00:27:13,590 It was the, their best event. 514 00:27:13,590 --> 00:27:15,210 It was better than trafficking conversion. 515 00:27:15,210 --> 00:27:17,790 It was just content and commerce, and they had, Jesse Itzler was the 516 00:27:17,790 --> 00:27:20,220 keynote and I, I tell everybody. 517 00:27:20,645 --> 00:27:24,754 Like Jesse is the best from stage, and if anybody ever gets 518 00:27:24,754 --> 00:27:25,895 a chance, they've gotta go. 519 00:27:25,925 --> 00:27:29,075 They've got, you know, go see Jesse speak from stage. 520 00:27:30,004 --> 00:27:33,815 And he said something to me, right, like 4,000 people in the audience, 521 00:27:33,815 --> 00:27:40,385 he's talking to me and he says, the worst thing for us as humans is to 522 00:27:40,385 --> 00:27:44,254 accomplish a major milestone in our life and not immediately reset the goal. 523 00:27:45,665 --> 00:27:48,125 And I was like, damn, I just ran my first marathon. 524 00:27:48,480 --> 00:27:49,710 This was a big deal. 525 00:27:49,770 --> 00:27:52,950 Like running a marathon was a big deal for me because before 526 00:27:52,950 --> 00:27:56,730 that I had only run 5K fun runs. 527 00:27:56,760 --> 00:27:58,830 You know, beer, beer runs, that was it. 528 00:27:58,890 --> 00:28:01,020 You know, the mud runs, the beer runs. 529 00:28:01,020 --> 00:28:01,470 That was it. 530 00:28:01,500 --> 00:28:02,610 We did it for team building. 531 00:28:02,610 --> 00:28:03,420 We just had fun. 532 00:28:04,080 --> 00:28:05,100 Um, we got hammered. 533 00:28:05,100 --> 00:28:06,630 We just, we just, we just had a good time. 534 00:28:07,170 --> 00:28:07,830 And 535 00:28:10,170 --> 00:28:12,300 I knew he was talking to me, right? 536 00:28:12,390 --> 00:28:13,830 Like, we've all had that moment, right? 537 00:28:13,830 --> 00:28:15,780 We're in the, we're in the crowd and they're like, man, that 538 00:28:15,780 --> 00:28:17,190 dude's speaking directly to me. 539 00:28:17,594 --> 00:28:22,334 And you know, right after that I got a notification for the 10 year 540 00:28:22,425 --> 00:28:23,985 anniversary of Ironman, Florida. 541 00:28:24,764 --> 00:28:27,735 And um, I was like, man, what the hell is Ironman like? 542 00:28:27,735 --> 00:28:28,334 I didn't even know. 543 00:28:28,334 --> 00:28:31,754 I seen it on tv, but I didn't really, truly know what it was. 544 00:28:32,205 --> 00:28:37,425 And I would have AI help me with this now, but I had to reverse engineer, right? 545 00:28:38,564 --> 00:28:46,034 2.4 miles, 2.2 0.6 miles in the water, 112 miles on the bike. 546 00:28:47,159 --> 00:28:48,060 A marathon. 547 00:28:48,270 --> 00:28:51,810 Oh, I got that 20, 26 point. 548 00:28:52,740 --> 00:28:54,840 I know that I got that 'cause I just did that. 549 00:28:54,840 --> 00:28:55,620 I just did a marathon. 550 00:28:55,620 --> 00:28:59,370 I understand what it takes to run a marathon, but 112 miles on the 551 00:28:59,370 --> 00:29:01,530 bike and then swim over two miles. 552 00:29:01,935 --> 00:29:03,585 Like I couldn't comprehend. 553 00:29:03,855 --> 00:29:07,815 So I had to understand what it takes and the pain and the time 554 00:29:07,815 --> 00:29:09,675 involved for that to be true. 555 00:29:10,215 --> 00:29:12,615 And that's how we have to look at it, what it is that we're 556 00:29:12,615 --> 00:29:14,295 trying to accomplish in our lives. 557 00:29:14,295 --> 00:29:16,395 That's why I don't believe you commit and figure it out. 558 00:29:16,665 --> 00:29:19,965 Because if I'd have said, yeah, I'm in then, but I, but I 559 00:29:19,965 --> 00:29:22,635 wouldn't have understood the time. 560 00:29:22,754 --> 00:29:27,525 'cause here's the thing, no matter what we do in life, it always comes back to time. 561 00:29:28,365 --> 00:29:30,285 And I knew for me to be able to. 562 00:29:31,500 --> 00:29:36,899 Finish my, I, I won't get into the story, but I ultimately, I tried 563 00:29:36,899 --> 00:29:38,820 to, I tried to run a full Ironman. 564 00:29:39,210 --> 00:29:40,560 On my, on my own. 565 00:29:41,280 --> 00:29:45,390 And, um, because I ran a marathon on my own, I, I, you know, trained on my own. 566 00:29:45,390 --> 00:29:47,070 I learned, I tried to do it all on my own. 567 00:29:47,670 --> 00:29:50,310 And I had that aha in the mirror moment. 568 00:29:50,310 --> 00:29:52,080 I'm like, dude, you're the biggest idiot on the planet. 569 00:29:52,080 --> 00:29:54,960 You're a coach and like you're not getting a coach. 570 00:29:55,020 --> 00:29:56,820 But when I got a coach, he had two rules. 571 00:29:56,820 --> 00:29:58,140 We finish and we don't die. 572 00:29:58,740 --> 00:30:01,110 Um, and that was it because it got two rules. 573 00:30:01,170 --> 00:30:02,790 You finish and you don't die. 574 00:30:03,360 --> 00:30:07,440 And so how do you build a plan to finish and not die? 575 00:30:08,070 --> 00:30:12,300 And then I looked at it and I was like, okay, what's the time that 576 00:30:12,300 --> 00:30:14,550 I need to finish and not die? 577 00:30:14,969 --> 00:30:17,909 And, and for me it came out to be about 14 hours a week. 578 00:30:18,179 --> 00:30:22,020 And so I was like, okay, where can I build 14 hours into the week? 579 00:30:22,080 --> 00:30:23,370 Do I have the support? 580 00:30:23,939 --> 00:30:25,949 And when I saw that, that was possible. 581 00:30:26,760 --> 00:30:28,020 Then I knew I could commit. 582 00:30:28,770 --> 00:30:29,910 And a lot of people don't. 583 00:30:29,910 --> 00:30:32,940 That's why they fall short on accomplishing things is because 584 00:30:33,300 --> 00:30:36,540 they don't take the time to understand what it's gonna take. 585 00:30:36,810 --> 00:30:39,690 And then can they commit to that time? 586 00:30:39,900 --> 00:30:42,960 Can they sacrifice to that time? 587 00:30:43,520 --> 00:30:46,970 Um, and if more people would take the time to do that, they 588 00:30:46,970 --> 00:30:48,500 would accomplish so much more. 589 00:30:48,800 --> 00:30:52,130 And so it was just a aha moment for me and it's like, geez, I'm, 590 00:30:52,130 --> 00:30:55,280 you know, been on this planet for almost 50 years and I didn't learn 591 00:30:55,280 --> 00:30:57,200 that lesson until eight years ago. 592 00:30:57,560 --> 00:31:00,470 So it's, it's just, you know, remarkable. 593 00:31:00,470 --> 00:31:03,290 But that's, but that's also staying as student always, 594 00:31:03,290 --> 00:31:04,400 always staying the student. 595 00:31:05,090 --> 00:31:07,550 I'll give you the kind of a flip side of that one. 596 00:31:07,610 --> 00:31:10,130 LA last year at Agent to CEOI did a little. 597 00:31:10,500 --> 00:31:14,130 A little session, putting some of the principles into a thought experiment 598 00:31:14,130 --> 00:31:16,620 that said, if I had to start from scratch and build a seven-figure real 599 00:31:16,620 --> 00:31:18,180 estate team, so good, what would I do? 600 00:31:18,750 --> 00:31:22,470 So I thought about it, this is, this is what I would do if it was me, right? 601 00:31:22,470 --> 00:31:23,580 There's lots of ways to do it. 602 00:31:23,580 --> 00:31:24,510 This is what I would do. 603 00:31:24,870 --> 00:31:27,510 And it was, here's the lead sources I'm gonna use, here's 604 00:31:27,510 --> 00:31:29,040 the VA team I'm gonna build. 605 00:31:29,430 --> 00:31:36,600 And I had somebody ask me, um, having a drink, it might've been Travis. 606 00:31:37,455 --> 00:31:37,995 I'm not sure. 607 00:31:38,024 --> 00:31:40,845 Anyway, somebody asked me that that evening after the event was done. 608 00:31:40,845 --> 00:31:41,115 I'm sure 609 00:31:41,115 --> 00:31:41,700 it was Trav. 610 00:31:43,635 --> 00:31:45,885 It was like, why, why don't you, why don't you do it? 611 00:31:46,274 --> 00:31:50,655 Because at the time, I was, uh, COO at Sphere Rocket, and, um, you 612 00:31:50,655 --> 00:31:53,235 know, what we're doing together now wasn't even on the radar really. 613 00:31:53,235 --> 00:31:54,435 So why don't you do it? 614 00:31:54,435 --> 00:31:58,965 And I said, I'm not willing to, I'm not willing to do what it takes to, to 615 00:31:59,024 --> 00:32:01,485 actually build that team and do that. 616 00:32:01,575 --> 00:32:04,064 I'm not willing to do the, the sales calls it's gonna take. 617 00:32:04,064 --> 00:32:06,014 I'm not willing to do the evening showings. 618 00:32:06,014 --> 00:32:06,645 It's gonna take. 619 00:32:07,034 --> 00:32:09,165 Not willing to do the Saturday open houses that it's gonna 620 00:32:09,165 --> 00:32:10,695 take to do that version of it. 621 00:32:10,695 --> 00:32:11,024 Right. 622 00:32:11,324 --> 00:32:12,225 I'm not willing to do that. 623 00:32:12,435 --> 00:32:14,685 I, I know what it's gonna take and I'm not willing to do it. 624 00:32:14,835 --> 00:32:16,635 And, and, and that's the answer. 625 00:32:16,635 --> 00:32:20,324 So it's same, same principle, but you said, okay, I can, I can commit to this. 626 00:32:20,324 --> 00:32:22,274 And I said, I'm not willing to commit to this. 627 00:32:22,665 --> 00:32:22,905 Yeah. 628 00:32:23,475 --> 00:32:23,625 Yeah. 629 00:32:23,625 --> 00:32:25,784 It's about pain threshold, you know, are you willing to 630 00:32:25,784 --> 00:32:26,835 withstand that amount of pain? 631 00:32:26,985 --> 00:32:28,455 So it's, it's really good. 632 00:32:29,175 --> 00:32:29,565 Um, 633 00:32:29,625 --> 00:32:29,685 yeah. 634 00:32:29,685 --> 00:32:32,085 And, and what are, and what are you willing to give up too, right? 635 00:32:32,955 --> 00:32:33,315 Yeah. 636 00:32:33,465 --> 00:32:34,335 That's the big thing. 637 00:32:34,425 --> 00:32:34,695 Do it. 638 00:32:35,505 --> 00:32:36,735 I wanna pause for a second. 639 00:32:36,735 --> 00:32:37,275 I know. 640 00:32:37,335 --> 00:32:39,615 Um, I wanna kind of keep it to the power hour. 641 00:32:39,855 --> 00:32:40,065 Um. 642 00:32:41,100 --> 00:32:43,800 I know we got Trav bouncing and out, look like he's traveling. 643 00:32:43,800 --> 00:32:47,820 I know we got a couple other on here, but if, um, anybody has any, you know, if 644 00:32:47,820 --> 00:32:49,560 you guys have any questions, let us know. 645 00:32:49,560 --> 00:32:53,700 I mean, that's, we're going to, uh, stay consistent with this time 646 00:32:53,700 --> 00:32:56,970 over the next few weeks leading up to agent to CEO in Cleveland. 647 00:32:56,970 --> 00:32:59,010 But I do want to open it up for you guys. 648 00:32:59,010 --> 00:32:59,725 I mean, Joel and I can talk. 649 00:33:00,160 --> 00:33:01,180 All day, every day. 650 00:33:01,600 --> 00:33:03,370 Um, it's what, what we do for a living. 651 00:33:03,760 --> 00:33:06,250 But I do wanna open it up if you guys have any questions. 652 00:33:06,250 --> 00:33:09,970 Trav, if you have any questions, I know Sarah and Marsha are, are, are on here. 653 00:33:09,970 --> 00:33:13,870 If you guys have any questions, I mean, you can turn the camera on, turn your 654 00:33:13,870 --> 00:33:17,530 mic on, ask engage into the conversation or you can throw it in the chat. 655 00:33:17,920 --> 00:33:20,590 But anything that's on your mind, anything that you guys are wrestling with. 656 00:33:20,590 --> 00:33:22,210 And here's the, here's, here's the reality. 657 00:33:23,250 --> 00:33:27,750 We're all wrestling with something, it's just being, being strong and 658 00:33:27,750 --> 00:33:31,379 vulnerable enough to throw the question out there because you're really truly 659 00:33:31,379 --> 00:33:33,390 trying to, to solve the problem. 660 00:33:33,840 --> 00:33:37,440 So, um, what I would always tell my team is, if you don't have a constraint, 661 00:33:37,440 --> 00:33:38,640 you're not trying hard enough. 662 00:33:39,270 --> 00:33:42,420 And it was just kind of a way to kick 'em in the kick in the 663 00:33:42,420 --> 00:33:44,190 teeth a little bit to be like. 664 00:33:44,825 --> 00:33:46,205 What am I truly wrestling with? 665 00:33:46,205 --> 00:33:48,665 What is, what is stopping me from making progress? 666 00:33:49,115 --> 00:33:51,185 And nine times outta 10, it's us. 667 00:33:51,245 --> 00:33:52,475 It's, it's in our heads. 668 00:33:52,535 --> 00:33:56,555 And that's why, you know, we start agent to CEO with agent to CO mindset. 669 00:33:57,005 --> 00:34:02,765 And I'm, I'm super excited to who kind of positioning to talk to us about 670 00:34:02,765 --> 00:34:05,735 mindset to kick things off because they're way more, they're, they're 671 00:34:05,735 --> 00:34:07,025 way qualified to talk about it. 672 00:34:07,025 --> 00:34:08,345 So, um. 673 00:34:09,154 --> 00:34:10,264 I'll pause for a second. 674 00:34:10,324 --> 00:34:14,645 I, I do wanna come to my, my sauna experience this morning, but, uh, yeah. 675 00:34:14,674 --> 00:34:18,815 What, um, if anybody's got any questions, we would love to hear it. 676 00:34:29,045 --> 00:34:30,509 It's like Travis bouncing in and out. 677 00:34:31,029 --> 00:34:31,150 I. 678 00:34:41,399 --> 00:34:42,270 Nope, we lost him. 679 00:34:42,420 --> 00:34:44,279 All right, Joel, any thoughts? 680 00:34:44,279 --> 00:34:45,179 Any other things? 681 00:34:46,095 --> 00:34:46,545 Oh man. 682 00:34:46,545 --> 00:34:48,570 Let's get into, uh, I wanna hear what you were, uh, 683 00:34:50,200 --> 00:34:51,585 what you were getting from Gary V this 684 00:34:51,585 --> 00:34:51,855 morning. 685 00:34:52,665 --> 00:34:57,375 So, you know, me, I, I, I cycle, I cycle with Gary, um, kind of 686 00:34:57,375 --> 00:35:00,555 depending upon where, where, you know, how, where he's at, right? 687 00:35:00,555 --> 00:35:02,125 If he's on V Friends or if he's. 688 00:35:02,655 --> 00:35:06,915 You know, where, where you know all the things that he's he's into, but when he 689 00:35:06,915 --> 00:35:13,545 comes back around to, you know, talking, talking business, talking, um, I'll 690 00:35:13,545 --> 00:35:15,825 dabble when he's back into the wine stuff. 691 00:35:15,825 --> 00:35:19,425 But more so on the business side of things, I, I, you know, tuned right 692 00:35:19,425 --> 00:35:29,295 back in and I was listening to one of his, um, keynotes that he posted about. 693 00:35:29,970 --> 00:35:35,730 Last week, about six days, seven days ago in, um, on YouTube. 694 00:35:35,790 --> 00:35:37,110 I tried to find it on the podcast. 695 00:35:37,110 --> 00:35:38,370 He doesn't have it up on the podcast. 696 00:35:38,370 --> 00:35:40,170 I think he has a little bit of a teaser. 697 00:35:40,170 --> 00:35:42,120 I think he's doing a little bit of teaser trailer. 698 00:35:42,480 --> 00:35:47,790 He might be trying to drive from, um, from Facebook or Instagram to YouTube. 699 00:35:47,820 --> 00:35:49,735 So he's always testing things like that's why he's. 700 00:35:50,345 --> 00:35:54,754 So important to pay attention to because he's such at the forefront of testing 701 00:35:54,754 --> 00:35:56,915 things and being able to see things. 702 00:35:57,665 --> 00:36:02,225 And um, I was, I was sitting in the sauna listening to the keynote and, um, 703 00:36:02,495 --> 00:36:06,154 there, typically it's just me in there, but, uh, I got in there this morning. 704 00:36:06,154 --> 00:36:06,875 There was another guy in there. 705 00:36:07,925 --> 00:36:11,375 And I've got the, I got the earbuds on and I'm just, I'm just like 706 00:36:11,375 --> 00:36:12,575 watching, watching, watching. 707 00:36:13,145 --> 00:36:15,065 And, um, he, he taps me on the deal. 708 00:36:15,065 --> 00:36:16,535 I'm just like, you know, dude, we're in towels. 709 00:36:16,535 --> 00:36:17,375 Like, what are you doing man? 710 00:36:17,705 --> 00:36:21,095 And, um, and so I, uh, I said, Hey, yeah. 711 00:36:21,095 --> 00:36:22,355 And he's like, is that Gary V? 712 00:36:22,715 --> 00:36:23,705 And I was like, yeah. 713 00:36:23,705 --> 00:36:24,215 He's like. 714 00:36:24,529 --> 00:36:29,360 Dude, I just, I, I, I just found him and I'm like, you just found him? 715 00:36:29,360 --> 00:36:33,470 Like, what do you, like, you've been living under a rock for the last 20 years. 716 00:36:33,470 --> 00:36:34,520 Like, what are you doing? 717 00:36:34,910 --> 00:36:39,290 And, um, he goes, yeah, I'm, I'm big into collecting cards. 718 00:36:40,725 --> 00:36:46,185 And he goes, I like his just obsession with cards and, and things like that. 719 00:36:46,185 --> 00:36:49,904 And he starts going on and telling me, and I'm like, dude, that is so awesome. 720 00:36:50,294 --> 00:36:51,734 But that's another lesson, right? 721 00:36:51,734 --> 00:36:56,444 To where like you let your love and your hobbies and get out and you 722 00:36:56,444 --> 00:37:01,125 just create the content around it and you never know who you're gonna grab 723 00:37:01,395 --> 00:37:04,225 to be able to pull in and uh, uh. 724 00:37:04,650 --> 00:37:08,880 I'll kind of lead into the whole point of what Gary's thinking about and the 725 00:37:08,880 --> 00:37:14,220 thing that I know you and I are pushing and we're pushing on all of our clients. 726 00:37:15,540 --> 00:37:18,360 And so we were kind of going back and I was like, yeah, that, that's cool. 727 00:37:18,360 --> 00:37:19,529 And he said, how about you, whatever. 728 00:37:19,529 --> 00:37:22,470 And I was like, I was like, dude, I go back to the 'cause he's talking about, 729 00:37:22,470 --> 00:37:25,650 you know, then, then I understood that he loved the wine and I'm like. 730 00:37:26,190 --> 00:37:28,950 I go back that far, I go back before crush it. 731 00:37:29,010 --> 00:37:34,380 Well, I go back before crush it even came out and like he told us to go buy the 732 00:37:34,380 --> 00:37:38,460 little camera that flipped open and had the little USB port that you plugged in. 733 00:37:38,460 --> 00:37:39,540 And that was the camera. 734 00:37:40,260 --> 00:37:45,240 And I said, I go back to those Gary V days and you know, I, I thought of 735 00:37:45,240 --> 00:37:48,630 all the times that I almost pulled the trigger to go to New York to go there. 736 00:37:48,630 --> 00:37:51,900 And I'm like, damn, why didn't I just pull the trigger and go? 737 00:37:52,320 --> 00:37:53,400 But um. 738 00:37:54,015 --> 00:38:00,375 The message was, was he was speaking to marketing agencies in the keynote. 739 00:38:00,405 --> 00:38:03,765 You can go find it, it's seven days ago, but he's talking about 24 months. 740 00:38:06,075 --> 00:38:11,895 And essentially what he's talking about is where AI will be in 24 months, that 741 00:38:11,985 --> 00:38:17,085 you won't be able to recognize the AI influencers from the real influencers. 742 00:38:18,405 --> 00:38:20,240 And he said, that's about the window that we have. 743 00:38:21,255 --> 00:38:24,405 Not trying to play doomsday, not saying it's not gonna play out this 744 00:38:24,405 --> 00:38:26,025 way, or it's gonna play out this way. 745 00:38:27,435 --> 00:38:30,645 What I am saying is that the landscape is changing and 746 00:38:30,645 --> 00:38:32,295 it's changing very, very fast. 747 00:38:33,045 --> 00:38:36,255 We don't have time to sit back and coast. 748 00:38:36,735 --> 00:38:38,775 You have to be diligent. 749 00:38:38,775 --> 00:38:43,575 You have to be intentional, you have to be proactive, and you have 750 00:38:43,575 --> 00:38:49,215 to be, how do I need to reinvent myself to where I don't get replaced? 751 00:38:49,980 --> 00:38:53,370 I don't get wiped off the table. 752 00:38:54,420 --> 00:38:58,830 Um, the other, the other statistic, I'll come back to Gary VI sent it to, 753 00:38:58,920 --> 00:39:04,200 to, um, the Mastermind and I don't know Trav if you got to listen to it or Joel 754 00:39:04,200 --> 00:39:08,160 if you listen to it, but it was the conversation with Brenda Bouchard and Ed 755 00:39:08,160 --> 00:39:10,885 Millet last week, maybe two weeks ago. 756 00:39:14,295 --> 00:39:18,255 It's a fantastic conversation around doubt and how to overcome 757 00:39:18,255 --> 00:39:20,085 and how to reframe doubt. 758 00:39:20,445 --> 00:39:26,535 And you talk about two best humans alive on the planet to reframe 759 00:39:26,895 --> 00:39:28,575 anything and reframe doubt. 760 00:39:29,085 --> 00:39:32,009 Ed Millet and Brenda Burchard, they're like the best on the planet. 761 00:39:32,009 --> 00:39:37,005 It, and they didn't get into it, but Brendan said something at 762 00:39:37,005 --> 00:39:40,725 the end of that conversation, it was about a 45 minute Ed's. 763 00:39:41,490 --> 00:39:45,000 You can't say 45 minutes, maybe 20 minutes with all of his ads and 764 00:39:45,000 --> 00:39:48,960 everything else inside of there, which is another, another thing. 765 00:39:50,850 --> 00:39:56,130 But Brendan said, and so br Brendan's, like, you can argue maybe one of the 766 00:39:56,130 --> 00:39:57,660 most connected humans on the planet. 767 00:39:59,070 --> 00:40:01,650 I don't know how connected he is into the tech world. 768 00:40:01,650 --> 00:40:03,750 I would love to hear, um. 769 00:40:04,365 --> 00:40:10,605 You know, the, the, the Horowitz and, and, uh, you know, uh, side, side, 770 00:40:10,605 --> 00:40:12,825 side of the world take on everything. 771 00:40:14,265 --> 00:40:17,805 But he was saying about 18 months, I think is what he said, 772 00:40:18,795 --> 00:40:20,925 maybe 12, maybe 18, maybe 24. 773 00:40:21,405 --> 00:40:26,955 Um, I think it was 18 to 20, 24 months, 30% of the current 774 00:40:27,075 --> 00:40:29,955 job population will be gone. 775 00:40:30,990 --> 00:40:34,920 30%. So look at the number of jobs reported right now. 776 00:40:35,190 --> 00:40:40,650 Subtract 30%, that's what's going to be changed. 777 00:40:40,860 --> 00:40:45,300 I don't know if it's gone, I don't know if it, I don't know what it is, 778 00:40:45,900 --> 00:40:53,130 but 30% of the jobs currently will not be available in 18 to 24 months. 779 00:40:54,245 --> 00:40:58,530 Yeah, that's Brenda Bouchard saying that, that's his crystal ball. 780 00:40:58,650 --> 00:41:02,940 I'm not, I'm not, I, I don't know enough to, to, to back that up 781 00:41:02,940 --> 00:41:04,920 or, or poke holes in it or not. 782 00:41:06,210 --> 00:41:10,560 But I take somebody like him that's saying that with Ed Millet 783 00:41:12,390 --> 00:41:13,830 and then you listen to Gary V 784 00:41:15,960 --> 00:41:18,750 talking about influence and talking about. 785 00:41:20,234 --> 00:41:23,205 Legacy branding, legacy marketing. 786 00:41:24,105 --> 00:41:26,024 And Gary's saying 24 months. 787 00:41:26,625 --> 00:41:28,694 So what does that mean? 788 00:41:29,745 --> 00:41:32,654 What that means is the next 12 to 18 months, everything's gonna be 789 00:41:32,654 --> 00:41:34,395 completely different than it is today. 790 00:41:36,524 --> 00:41:37,904 So what are you doing? 791 00:41:39,194 --> 00:41:44,714 And if you understand, everything is a conveyor belt and there's 792 00:41:44,714 --> 00:41:45,915 a constraint somewhere. 793 00:41:47,924 --> 00:41:55,305 Results, behavior, feelings, thoughts, environment. 794 00:41:56,685 --> 00:41:58,035 That's the results framework. 795 00:42:00,464 --> 00:42:05,505 So if you're not getting in the rooms and you're not having conversations and 796 00:42:05,955 --> 00:42:10,634 creating the right circumstances, you don't stand a chance on the results. 797 00:42:12,495 --> 00:42:15,315 And what Gary, Gary was talking about is like, listen. 798 00:42:18,465 --> 00:42:26,925 You have to have to focus on the creative more than anything. 799 00:42:27,795 --> 00:42:30,645 That's what he was talking about and he's like, listen, 800 00:42:30,675 --> 00:42:32,235 there's gonna be so much noise. 801 00:42:32,235 --> 00:42:34,305 How do you break from the noise? 802 00:42:35,475 --> 00:42:40,215 So my thought, and this is just a thought. 803 00:42:41,175 --> 00:42:47,265 Maybe a be a recommendation, maybe you might really want to consider this is 804 00:42:47,265 --> 00:42:53,175 go to VaynerMedia and you go Look at every company VaynerMedia is representing 805 00:42:54,435 --> 00:42:59,745 who they're working with, and then go follow every one of those companies. 806 00:43:01,005 --> 00:43:05,205 Gary's take is like, listen, this is the only thing we've bet on 807 00:43:05,205 --> 00:43:07,125 the last 15 years of VaynerMedia. 808 00:43:11,670 --> 00:43:12,510 Views 809 00:43:14,820 --> 00:43:17,430 sales 'cause that's it. 810 00:43:18,240 --> 00:43:23,430 He goes, the only thing we pay attention to is how many views are you getting 811 00:43:24,150 --> 00:43:27,210 and how many sales is that equaling. 812 00:43:29,069 --> 00:43:34,319 He said something that I love, he said, the only thing that I want you to judge 813 00:43:34,319 --> 00:43:37,560 me on is the health of your business. 814 00:43:37,799 --> 00:43:41,129 At the end of our agreement, the end of our time working together, 815 00:43:42,390 --> 00:43:44,040 what is the health of your business? 816 00:43:44,850 --> 00:43:46,470 Joel, you and I know what health means. 817 00:43:46,500 --> 00:43:47,819 Health means how much cash do you have? 818 00:43:49,109 --> 00:43:49,680 That's it. 819 00:43:49,919 --> 00:43:50,819 How much cash do you have? 820 00:43:51,779 --> 00:43:54,660 And cash is oxygen for your business? 821 00:43:54,689 --> 00:43:56,189 How much oxygen do you have? 822 00:43:56,189 --> 00:43:57,330 What's your oxygen level? 823 00:43:58,440 --> 00:44:03,210 He said, that's the only thing, and people want to talk about this metric 824 00:44:03,210 --> 00:44:05,910 and this metric and this metric, and this metric and this metric. 825 00:44:06,240 --> 00:44:09,660 And he goes, I couldn't be simple to people because they want 826 00:44:09,660 --> 00:44:12,569 to, like, they, they would've never allowed us in the door. 827 00:44:13,710 --> 00:44:15,450 The only thing that matters. 828 00:44:15,480 --> 00:44:17,790 And he goes, listen, do not spend a penny. 829 00:44:18,509 --> 00:44:26,430 And I thought of you, Trav, don't spend a penny on ads until organically. 830 00:44:27,765 --> 00:44:30,075 You have something that can actually get views. 831 00:44:31,424 --> 00:44:35,444 When you have something organically that can get views, then you put 832 00:44:35,444 --> 00:44:36,794 your marketing budget behind it. 833 00:44:37,634 --> 00:44:39,524 But he goes, it's all about the creative. 834 00:44:40,544 --> 00:44:45,585 All about the creative and what you have to, to make sure what you're 835 00:44:45,585 --> 00:44:50,234 measuring is that your views equal sales. 836 00:44:51,254 --> 00:44:51,600 And I was like. 837 00:44:52,635 --> 00:44:53,235 Got it. 838 00:44:53,505 --> 00:44:57,675 Like in typical Gear V fashion, like he'll say things that I like 839 00:44:58,185 --> 00:44:59,745 and then he'll say things that go. 840 00:45:00,405 --> 00:45:00,795 Got it. 841 00:45:01,635 --> 00:45:07,785 So what I'm looking at, and this is what I want to push to everybody, is like 842 00:45:08,445 --> 00:45:12,795 if you are not dominating our focused priority number one on organic social, 843 00:45:12,795 --> 00:45:15,645 you have the wrong priority period. 844 00:45:16,305 --> 00:45:20,175 Organic social, not paid, social, organic, social. 845 00:45:21,390 --> 00:45:24,720 Understand the algorithms are playing to interest. 846 00:45:25,470 --> 00:45:28,380 Are you creating enough stuff that's creating enough interest for your 847 00:45:28,380 --> 00:45:30,630 target audience that has money? 848 00:45:31,905 --> 00:45:32,415 Right. 849 00:45:32,565 --> 00:45:34,875 There's buyers and sellers, but there's buyers and sellers that 850 00:45:34,875 --> 00:45:38,145 are desperate that need money, and there's buyers that have money. 851 00:45:38,505 --> 00:45:41,655 Stop playing with sellers that, that don't need the money and stop playing 852 00:45:41,655 --> 00:45:43,155 with buyers that don't have any money. 853 00:45:43,635 --> 00:45:47,805 Like, you gotta go where the money is, where's, where's, where's your money? 854 00:45:48,435 --> 00:45:49,275 Go get your money. 855 00:45:49,725 --> 00:45:55,215 Create views and and content for the people that have money. 856 00:45:56,010 --> 00:45:59,070 That's the, that's, that's the, that's the filter, man. 857 00:45:59,220 --> 00:46:04,800 And then you gotta make sure that those views are going to equal business metrics, 858 00:46:04,800 --> 00:46:08,460 which are sales and that it's gonna get your company in a healthy position. 859 00:46:08,970 --> 00:46:12,750 That was my lesson man this morning, listening to, to Gary, you know, 860 00:46:12,750 --> 00:46:14,610 the, this sonic conversation. 861 00:46:15,090 --> 00:46:18,180 But it was really like, like, dude, I, like, I pulled out the notes and 862 00:46:18,180 --> 00:46:19,980 I just started rifting like crazy. 863 00:46:20,280 --> 00:46:23,670 And so I. Yeah, that's where my head is. 864 00:46:24,360 --> 00:46:27,509 Um, you know, always thinking like the CEO, right? 865 00:46:27,509 --> 00:46:30,000 Just the agent to CEO mindset more than anything. 866 00:46:30,000 --> 00:46:33,090 And listen, every day is a freaking battle. 867 00:46:33,630 --> 00:46:36,750 Like every day is a battle and everything. 868 00:46:36,810 --> 00:46:39,120 And there's a, there, there's, there's a distraction and there's a 869 00:46:39,120 --> 00:46:40,860 reason not to go to work every day. 870 00:46:42,000 --> 00:46:44,465 Joel, your son, sick. 871 00:46:44,700 --> 00:46:46,980 You have, you have a reason, you have a reason not to get after it. 872 00:46:46,980 --> 00:46:50,340 Today, Trav, we're, we're, we're all going through shit. 873 00:46:51,030 --> 00:46:53,520 There's always a reason not to get after it every day, 874 00:46:56,250 --> 00:46:58,560 but we also have a bigger reason why we gotta get after it every day. 875 00:46:59,490 --> 00:46:59,700 Yeah. 876 00:46:59,880 --> 00:47:02,640 And that's the leadership mentality because listen, there's so many 877 00:47:02,640 --> 00:47:05,340 people that are looking to us for direction and so many people that are 878 00:47:05,340 --> 00:47:10,200 looking to you for support, guidance, and Joel, what's, what's the word? 879 00:47:10,530 --> 00:47:13,230 What, what is, what are people looking for from, from their leaders? 880 00:47:15,330 --> 00:47:15,570 Hope 881 00:47:17,940 --> 00:47:18,420 that's it. 882 00:47:19,110 --> 00:47:22,380 Statistically 52 countries polled. 883 00:47:23,160 --> 00:47:28,320 The number one thing people are looking for from their leaders is hope. 884 00:47:29,759 --> 00:47:30,299 Is hope. 885 00:47:30,870 --> 00:47:36,090 Now, hope's not a strategy, but hope in the way to being able 886 00:47:36,090 --> 00:47:37,950 to paint a big, big vision. 887 00:47:38,790 --> 00:47:41,100 And you know, you know, you know I'm a vision guy. 888 00:47:41,549 --> 00:47:43,440 Without a vision, the village will perish. 889 00:47:43,620 --> 00:47:46,020 And if people don't believe they can accomplish their dreams by being a 890 00:47:46,020 --> 00:47:48,450 part of your vision, they're gone. 891 00:47:49,580 --> 00:47:50,810 Discipline equals freedom. 892 00:47:51,319 --> 00:47:52,940 You know, the thing with discipline. 893 00:47:53,660 --> 00:47:55,250 You know, Mike Tyson said it best, right? 894 00:47:55,279 --> 00:47:57,470 It's just doing the things you don't want to do that you know you need 895 00:47:57,470 --> 00:47:58,580 to do when you don't wanna do it. 896 00:47:59,330 --> 00:48:01,549 I mean, you just do, you just do the things required. 897 00:48:01,580 --> 00:48:06,319 It's the, it, remember, it's the necessary required actions. 898 00:48:06,380 --> 00:48:10,370 It's not the required actions, it's the necessary required actions. 899 00:48:10,700 --> 00:48:15,290 It's the things, it's, it, it, it's the, it's the right. 900 00:48:15,290 --> 00:48:16,910 KPIs is what it is. 901 00:48:17,450 --> 00:48:19,400 And so I started to look. 902 00:48:21,200 --> 00:48:22,039 Your content. 903 00:48:22,039 --> 00:48:23,959 We know organic social is the number one thing. 904 00:48:26,870 --> 00:48:29,419 I know the webinar people out there, I know the ad people out 905 00:48:29,419 --> 00:48:30,620 there, they won't agree with me. 906 00:48:31,910 --> 00:48:34,129 It is organic social views 907 00:48:36,740 --> 00:48:48,859 that lead to a way to create engagement that lead to conversations that lead to. 908 00:48:49,370 --> 00:48:54,920 Asking for and setting an appointment and meeting with people and 909 00:48:54,920 --> 00:48:57,860 articulating your value in getting them to agree to work with you. 910 00:48:59,810 --> 00:49:05,120 You don't need to worry about the rest if you just focused on this beginning part 911 00:49:05,540 --> 00:49:07,820 and only the things within your control 912 00:49:09,950 --> 00:49:11,150 and stop the noise. 913 00:49:11,720 --> 00:49:12,259 That's it. 914 00:49:13,730 --> 00:49:16,880 And remember, noise can't find you. 915 00:49:17,299 --> 00:49:19,519 If they can't find you, they, they can't interrupt you. 916 00:49:20,899 --> 00:49:25,609 I was talking with somebody earlier today, just like I go put my phone 917 00:49:25,759 --> 00:49:30,019 on the charger in the other room and I'll come back three hours later. 918 00:49:31,009 --> 00:49:31,309 Cool. 919 00:49:32,929 --> 00:49:34,909 If they can't find you, they can't interrupt you. 920 00:49:39,155 --> 00:49:45,815 A very high profile, a very expensive coach that she would kick my butt 921 00:49:45,815 --> 00:49:49,775 every, every time I talked to her, and it was all around organic social. 922 00:49:49,775 --> 00:49:51,755 Like, listen, I know it. 923 00:49:52,145 --> 00:49:53,975 I know, I know it is right. 924 00:49:54,335 --> 00:49:57,725 And I know it's the answer because that's where the eyeballs are, right? 925 00:49:57,725 --> 00:49:59,075 We go where the attention is. 926 00:50:00,169 --> 00:50:05,089 This is the best framework, and I got this from one of my, um, very 927 00:50:05,089 --> 00:50:06,979 best friends, very dear friends. 928 00:50:08,029 --> 00:50:10,549 Um, who's actually gonna be an agent to CEO, Mr. Blake Sloan. 929 00:50:10,549 --> 00:50:14,209 It's the first time that him and I have ever been on stage together, and 930 00:50:14,839 --> 00:50:17,269 what he teaches, I think is perfect. 931 00:50:17,615 --> 00:50:19,264 He calls it the triangle, the social. 932 00:50:19,325 --> 00:50:20,314 The social triangle. 933 00:50:21,604 --> 00:50:24,634 Number one is people have to know that you're a real estate professional. 934 00:50:24,845 --> 00:50:26,284 They have to know you're in real estate. 935 00:50:26,524 --> 00:50:28,894 They have to know, they have to know that you sell houses. 936 00:50:28,894 --> 00:50:32,345 They have to know that you help people, um, sell their home, 937 00:50:32,345 --> 00:50:33,694 help people get into homes. 938 00:50:33,694 --> 00:50:36,034 If you wanna work with investors, they need to know that. 939 00:50:36,034 --> 00:50:36,454 They need to know. 940 00:50:36,454 --> 00:50:38,914 If you work with builders, they need to know what you do. 941 00:50:39,244 --> 00:50:40,174 You gotta pay the bills. 942 00:50:41,164 --> 00:50:44,194 Number two is they need to know you're a good human being. 943 00:50:44,930 --> 00:50:46,279 So what does that mean to you? 944 00:50:46,549 --> 00:50:47,629 What is important to you? 945 00:50:47,930 --> 00:50:49,400 Is your faith important to you? 946 00:50:49,609 --> 00:50:51,470 Is your spirituality important to you? 947 00:50:51,470 --> 00:50:52,940 Is your fitness important to you? 948 00:50:52,940 --> 00:50:56,210 Is your mental, you know, fitness is your, is your emotional 949 00:50:56,330 --> 00:50:57,950 is what is important to you? 950 00:50:57,950 --> 00:50:58,850 What do you love? 951 00:50:58,850 --> 00:50:59,509 What do what, what? 952 00:51:01,790 --> 00:51:04,339 Can people know that you're a good human being? 953 00:51:05,210 --> 00:51:10,460 And the third of the triangle is that you're an ambassador for your community. 954 00:51:11,120 --> 00:51:15,650 You are showcasing all the things that you love, that people need to know about, 955 00:51:15,650 --> 00:51:19,430 that they might, that they can't find on TripAdvisor about your community. 956 00:51:19,430 --> 00:51:21,560 And that's the triangle. 957 00:51:22,609 --> 00:51:25,100 You could do three posts a day. 958 00:51:25,370 --> 00:51:27,859 One that you're in real estate, one that you're a good human, one, that 959 00:51:27,859 --> 00:51:29,270 you're an ambassador for your community. 960 00:51:29,390 --> 00:51:30,080 There you go. 961 00:51:31,160 --> 00:51:33,859 The second thing that you, you, you need to think about. 962 00:51:33,890 --> 00:51:34,640 I don't even know a second. 963 00:51:34,640 --> 00:51:35,689 I don't even know if this is the right order. 964 00:51:35,689 --> 00:51:37,100 I'd have to think about right things, right order. 965 00:51:38,209 --> 00:51:39,829 What is your value proposition? 966 00:51:39,859 --> 00:51:40,910 Who is your client? 967 00:51:40,910 --> 00:51:41,839 Who do you work with? 968 00:51:42,049 --> 00:51:44,059 So we have, I have a lifelong client. 969 00:51:44,059 --> 00:51:45,139 She's a great friend. 970 00:51:45,439 --> 00:51:46,279 Joel Trav? 971 00:51:46,789 --> 00:51:48,769 No, her, her name's Renee Velasquez. 972 00:51:48,769 --> 00:51:51,139 She's in, she's in, uh, northeastern Ohio. 973 00:51:51,139 --> 00:51:52,999 She's in, outside of Cleveland area. 974 00:51:54,379 --> 00:52:00,259 She specializes in, in families that are going through that last transition. 975 00:52:00,799 --> 00:52:01,819 They've either. 976 00:52:03,005 --> 00:52:07,085 Parents that are, that know this is the last move, so they gotta set it up. 977 00:52:07,775 --> 00:52:09,845 Kiddos that take over or inherit. 978 00:52:10,370 --> 00:52:14,120 Or it goes in being left off to a relative. 979 00:52:14,120 --> 00:52:17,000 'cause there's no, there's no immediate siblings or things 980 00:52:17,000 --> 00:52:18,710 like that, that's her specialty. 981 00:52:19,759 --> 00:52:30,620 And, and so she has to create that content around who her ideal target audience is. 982 00:52:30,980 --> 00:52:35,180 Well, we know obviously 50 and above is her target audience. 983 00:52:35,660 --> 00:52:37,315 Well guess where 50 and above live. 984 00:52:38,629 --> 00:52:40,190 50 and above live on Facebook. 985 00:52:41,000 --> 00:52:46,250 So her platform has to be Facebook because that's where her audience is Now you're 986 00:52:46,250 --> 00:52:48,080 like, Hey, I work with this demographic. 987 00:52:48,080 --> 00:52:51,080 They're typically first time home buyers, or they're in this era, 988 00:52:51,080 --> 00:52:52,430 or whatever, da da da, da, da. 989 00:52:53,569 --> 00:52:55,069 I'd be willing to bet their own Instagram. 990 00:52:56,015 --> 00:53:00,850 I would be 100% willing to bet they're on Instagram and TikTok. 991 00:53:01,745 --> 00:53:02,525 So guess what? 992 00:53:02,615 --> 00:53:08,944 Your audience and where you need to go all in would be Instagram and TikTok and 993 00:53:08,944 --> 00:53:15,305 focus on what does it take to dominate and create, you know, content, relevant 994 00:53:15,305 --> 00:53:18,035 content that is gonna get the most views. 995 00:53:18,709 --> 00:53:21,049 On Instagram and TikTok. 996 00:53:21,259 --> 00:53:23,209 Now, you don't have to come up with this on your own. 997 00:53:23,720 --> 00:53:26,179 You have a, you have a good friend called ai. 998 00:53:26,720 --> 00:53:29,389 Probably easier for you would be Chad, GPT. 999 00:53:30,139 --> 00:53:37,639 And if you have not read the uh, AI Driven Leader, you have to read AI Driven Leader. 1000 00:53:37,639 --> 00:53:40,669 It's so fun to see everybody that's catching on and reading it and the 1001 00:53:40,669 --> 00:53:42,919 way they're talking about it and the way they're thinking about it. 1002 00:53:43,519 --> 00:53:45,859 But if you read Jeff, Jeff Wood's book. 1003 00:53:47,029 --> 00:53:51,380 Jeff with a g um, Jeff Wood's book, AI driven leader. 1004 00:53:51,380 --> 00:53:55,940 Then you'll start to understand how you use AI as your thought partner 1005 00:53:56,360 --> 00:53:58,190 and you start to ask it questions. 1006 00:53:58,279 --> 00:54:01,430 So you can go in and say, Hey, you know, this is my market. 1007 00:54:01,460 --> 00:54:02,960 This is my target audience. 1008 00:54:02,960 --> 00:54:04,880 This is my, my, my clientele. 1009 00:54:04,910 --> 00:54:06,319 This is who I love working with. 1010 00:54:06,799 --> 00:54:08,029 This is my skillset. 1011 00:54:08,029 --> 00:54:09,740 These are my strengths, these are my weaknesses. 1012 00:54:10,669 --> 00:54:15,560 Um, I would love for you to help me build out a campaign to target 1013 00:54:15,649 --> 00:54:20,029 and create consistent content to let people know I'm a real estate 1014 00:54:20,029 --> 00:54:22,970 agent, I'm a good human being, and I'm an ambassador for my community. 1015 00:54:23,569 --> 00:54:27,620 Ask me one question at a time until you have enough information to be 1016 00:54:27,620 --> 00:54:32,359 able to help me build out the perfect campaign to be able to target. 1017 00:54:33,274 --> 00:54:34,144 Just let it run. 1018 00:54:34,444 --> 00:54:37,144 And it's gonna, honestly, it'll, it'll, it'll give you everything you need 1019 00:54:37,144 --> 00:54:42,544 to know, but you have to be how you think about it and leverage AI as your 1020 00:54:42,544 --> 00:54:45,274 thought partner, not the thought leader. 1021 00:54:46,354 --> 00:54:47,794 You are the thought leader. 1022 00:54:48,754 --> 00:54:53,794 AI is the thought partner that's gonna help you overcome things that you like 1023 00:54:53,794 --> 00:54:58,984 are gonna exhaust your, all your brain cells and energy trying to figure out. 1024 00:54:59,404 --> 00:55:00,305 So I would. 1025 00:55:01,549 --> 00:55:02,930 Appreciate you brother Marcia. 1026 00:55:02,930 --> 00:55:03,319 Great. 1027 00:55:03,410 --> 00:55:03,830 Hopefully. 1028 00:55:03,950 --> 00:55:04,310 See you guys. 1029 00:55:04,310 --> 00:55:04,850 See you guys. 1030 00:55:05,060 --> 00:55:05,299 Bye. 1031 00:55:08,689 --> 00:55:09,560 Thanks for tuning in. 1032 00:55:09,950 --> 00:55:14,419 If you're done guessing and ready to lead like a real CEO with a custom strategy, 1033 00:55:14,779 --> 00:55:18,740 real accountability and proven systems, check out my executive one-on-one 1034 00:55:18,740 --> 00:55:21,080 coaching at John Kitchens coach. 1035 00:55:21,499 --> 00:55:24,169 Fill out the application and book your one-on-one call with me. 1036 00:55:24,919 --> 00:55:27,019 Be sure to hit follow so you never miss an episode. 1037 00:55:27,830 --> 00:55:28,669 Catch you on the next one.